by | Jul 18, 2024 | Closing, The Buyer's Mind, Urgency
We no longer exist in a world where closing tips and tactics have much of an effect, at least not when it comes to B2B sales. This is due to information availability, information parity, and the proliferation of buying committees and procurement processes. In other...
by | Jul 4, 2024 | Book of Business Management, Closing, Urgency
My dad is the first sales person I ever learned from, and I learned a lot from him. He is now a semi-retired non-practicing lawyer, a businessman, a consultant, and an advisor, but he has sold a lot in his career, and knows what he is talking about. One of the first,...
by | May 10, 2024 | Negotiation, Power Dynamics, The Seller's Mind, Urgency
There are a few excellent negotiation books out there. There is “Negotiation Genius” by Deepak Malhotra and Max Bazerman, which focuses on the preparation and calculations that go into a negotiation. There is “Getting to Yes”, by Roger Fisher and William Ury which...
by | Mar 20, 2024 | Closing, Relating to The Buyer, Urgency
We live in a world where sales is becoming harder; real sales, the kind where you truly influence the outcome. Truly influencing deals is getting harder because information is becoming ubiquitous. Buyers all read the same things, think about problems in the same way,...
by | Jan 10, 2024 | Discovery, Presentations, Urgency
How many times have you heard a sales manager ask about next steps? “What are the next steps?”, “Did you cover next steps?”, “Are there actionable next steps for this client?” You may even be the one asking that of people on your team or even of clients directly. Next...
